Asia Pacific, Value Channel Manager

Lenovo; Singapore; On-site; SGD 110,000 - 170,000; Full time

Job summary

Lenovo is seeking a senior professional to lead value channel strategy for APAC, spanning ISG and PC portfolios. You will identify and manage high-potential VARs/SIs, build executive relationships, and drive co-sell initiatives with regional and global teams.

The candidate will develop and govern joint business plans, oversee pipeline forecasting, and ensure revenue growth across partner ecosystems in a dynamic technology environment.

Qualifications

• 8–12 years of channel sales or partner management in technology.
• Experience building ecosystems across APAC markets.
• Proven ability to design Joint Business Plans and drive revenue accountability.
• Strong knowledge of VAR/SI business models and GTM motions.

Responsibilities

• Own and drive value channel strategy and revenue performance across APAC, covering ISG and PC portfolios.
• Define and prioritize the acquisition and retention partner list with high-potential VARs and SIs.
• Develop executive relationships with key partners and coordinate co-sell motions.
• Collaborate with global teams to align messaging, enablement, and governance across regions.
• Lead business planning, quarterly reviews, and pipeline forecasting with partners.

Skills

Channel sales

Partner management

Executive relationship building

CRM proficiency

Tools

CRM (D365)

Job description

Why Work at Lenovo

We are Lenovo. We do what we say. We own what we do. We WOW our customers.

Lenovo is a US$83 billion revenue global technology powerhouse, ranked #153 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services. Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere. Lenovo is listed on the Hong Kong stock exchange under Lenovo Group Limited (HKSE: 992) (ADR: LNVGY).

This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com , and read about the latest news via our StoryHub .

Description and Requirements

Key Responsibilities

• Own and drive value channel strategy and revenue performance across the AP region, covering both ISG (servers, storage, hybrid cloud, software) and IDG (PC/EUC) solution portfolios.
• Define and prioritize the acquisition and Retention partner list, identifying high-potential VARs and SIs with the ability to expand share-of-wallet (SOW) across the full product stack — from endpoints to infrastructure.
• Gather market data and insights, identify untapped partner potential, and continually assess, clarify, and validate partner needs to keep the ecosystem strategy current and competitive

Partner Development & Relationship Management

• Develop deep executive relationships with Key Value Partners across geographies, leveraging partner feedback to shape planning cycles, program design, and portfolio prioritization.
• Develop and manage alliances with VAR, SI, and GSI partners, including co-sell motion and joint go-to-market planning, with clear revenue commitments and performance milestones for each.
• Understand partners’ businesses and develop strategies and incentives to make them more profitable through the partnership.

Enablement & PAM Competency

• Collaborate with the Learning & Development (L&D) team to build technical and commercial competency of Partner Account Managers (PAMs), ensuring coverage across both infrastructure and PC solution sets.
• Establish Software-Defined Datacenter, Hybrid Cloud, and End-User Computing as key components of IT strategy that are embraced and actively promoted by major partners.
• Equip partners with product knowledge, co-marketing materials, deal registration guidance, and technical pre-sales support to maximize win rates on complex, multi-product opportunities.

Business Planning & Governance

• Lead Joint Business Planning (JBP) processes with priority value partners, establishing clear revenue targets, growth plays, and enablement roadmaps across both ISG and PC portfolios.
• Drive Quarterly Business Reviews (QBRs) in partnership with regional teams, assessing partner pipeline health, SOW trends, and execution against plan.
• Track, measure, and report on channel effectiveness against targets; adjust programs and strategies as necessary.

Cross-Functional & Global Collaboration

• Interface with global teams and operations on tool enhancements, CRM/deal registration workflows, performance reporting, and business review cadences.
• Work cross-functionally to ensure messaging alignment, operational coordination, and evangelization of partner strategy across sales, marketing, supply chain, and finance stakeholders.
• Provide an accurate assessment of the partner landscape per country for presenting to regional and global leadership.
• Solution selling and co-sell motion design
• Joint business planning and QBR facilitation
• Partner enablement and PAM competency development
• Pipeline management and forecasting discipline
• Executive stakeholder engagement across partner and vendor organizations
• Cross-functional collaboration (L&D, Operations, Regional Sales, Marketing)

Qualifications

• 8–12 years of channel sales or partner management experience in the technology industry, with demonstrated coverage of both infrastructure (servers, storage, hybrid cloud) and PC/EUC portfolios.
• Proven track record of building and scaling value partner ecosystems across multiple APAC markets.
• Experience designing and executing Joint Business Plans and driving partner revenue accountability.
• Strong understanding of VAR/SI business models, partner economics, and solution-led GTM motions.
• Excellent executive presence and relationship-building skills at partner CXO and GM level.
• Proficiency in CRM tools (D365 or equivalent) and channel program mechanics (deal registration, MDF, rebates).

Additional Locations

* Singapore - Central Singapore - Singapore * India - Karnātaka - BANGALORE * Singapore - Central Singapore - SINGAPORE

If you require an accommodation to complete this application, please [e-mail]